Resources

December12, 2011

4 Steps to Generating Leads on LinkedIn

As for social media sites, LinkedIn is too boring to bear for many individuals. But for businesses, the professional networking site is a goldmine. That is, it’s a goldmine for businesses that know how to use it. Keep reading for four ways your business can use LinkedIn for greater lead generation.

#4 All Aboard
Encourage your staff to participate in your LinkedIn marketing push for the best results. Your company’s visibility will be higher when more professionals associate with your company on the site. Tell your staff to claim their own vanity URL so that it includes their names rather than random letters and numbers no one will remember. Make sure your staff maintains a professional image on LinkedIn, too.

Don’t let your team treat LinkedIn like Facebook or Twitter by sharing party pictures and silly personal information. Prospective leads will be unimpressed and far less likely to give you their business.

#3 Get the Word Out
With all of the effort you’re putting into marketing your business on social media, it’d be a shame to neglect publicizing your LinkedIn presence. Make a focused effort to spread the word about your availability on LinkedIn. You can promote your profile on your blog and Twitter feed. And print QR codes on the back of your business cards to drive traffic to your profile. And don’t forget to include a link to your profile in your email signature. Finally, add clients as connections to see their contacts (also known as your new prospects).

#2 Group Think
Position yourself as an expert and get noticed on LinkedIn by contributing to active group discussions. Don’t waste your time on groups with many members but little to no participation, either. Avoid discussions full of sales pitches—quality leads won’t waste their time there. Attract promising leads adding thoughtful, expert responses to questions. Don’t pitch your services on LinkedIn—save that for the follow-up.

#1 Follow Up
Using Google Analytics, track who’s viewing your company website. Then check
LinkedIn for executives you can pass along to your inside sales team. Likewise, track those viewing your LinkedIn profile and your staff’s—potential leads may already be researching your company. Keep leads interested and attentive by following up with a phone call, email or LinkedIn’s InMail.

Lead generation on LinkedIn definitely requires an investment of your time. But if you and your staff concentrate on engaging with professionals from relevant industries on the social media site, your list of prospects will grow and your sales will soar.